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In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. No matter how much product knowledge we had, that wasn’t enough. We were finally successful in doing so, but only ...

Why Lessons Learned Customer Meetings Always Offer a Strong ROI Your Return on Investment for Retrospectives Retrospectives, sometimes called a win/loss analysis, are powerful for the following reasons: Done correctly, you can uncover the real buying criteria and decision process. Since the sale is behind you, but still fresh in everyone’s mind, it’s a perfect ...

The purpose of process is to ensure consistency. A good process is like a checklist that ensures the right things get done by the right people at the right time. Unfortunately, sales is a discipline that often lacks documented processes. Consequently, sales results are often unpredictable from one quarter to another. Many organizations are now ...

Does Your Sales Team Need Closing Skills or Opening Skills? “Can you help my sales team close more business?” As a teacher of sales skills, I’ve been asked this question frequently. The answer is “yes,” with a strong qualifier: Your sales team may not have a problem with closing opportunities; the problem may be in ...

SDR Career Planning: 3 Proven Ways to Have an Amazing Inside Sales Career The inside sales organization and the Sales Development Rep (SDR) in particular are increasingly becoming lynchpins in many sales organizations. Relying solely on “feet on the street,” or any other single sales channel does not represent a viable economic business model for ...

The road to a customer purchase often consists of a phone call if your product isn’t bought based on impulse. Thankfully, in this day and age of information, our communication via phone can be tracked and analyzed. With phone calls happening in higher volumes than ever before, recent advances in technology has allowed us to study every call ...

Great news, you’ve won the sale! The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer. A retrospective is an opportunity to look back and ...

5 Ways You’re Getting Win/Loss Analysis Wrong Time is money. This old adage has perhaps never been truer than today, when all a lead needs to do to get to your competitor is open a new tab on their browser. But, making the most of your time doesn’t hinge on who has the fastest fingers ...